Psychology of Negotiation Test Preparation
Course Introduction
Psychology of Negotiation explores the cognitive, emotional, and social processes that shape negotiation strategies and outcomes. The course examines key psychological concepts such as perception, motivation, bias, and communication, and how these factors influence bargaining behaviors in individual and group settings. Students will learn frameworks for understanding different negotiation styles, effective persuasion techniques, and conflict resolution tactics. By integrating theory with case studies and practical exercises, the course fosters a deeper understanding of how psychological dynamics impact negotiation effectiveness in personal, professional, and intercultural contexts.
Recommended Textbook
The Mind and Heart of the Negotiator 5th Edition by Leigh Thompson
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16 Chapters
779 Verified Questions
779 Flashcards
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Page 2
Chapter 1: Negotiation: The Mind and the Heart
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50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43078
Sample Questions
Q1) Santor Hydroelectric Corporation engages in the acquisition,development,and operation of hydroelectric power projects in China.In order to perform large scale annual maintenance works at one of its facilities,the company initiates discussions with Albama Associates,a large maintenance company.The associates of both the companies are unable to arrive at a consensus on the pricing and other terms.Albama finally decides to decline the offer although it is an extremely profitable one.Which of the following traps of negation has occurred here?
A) leaving money on the table
B) settling for too little
C) walking away from the table
D) agreement bias
Answer: A
Q2) One of the biggest myths is that effective negotiation skills are something that people are born with.
A)True
B)False
Answer: True
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Chapter 2: Preparation: What to Do Before Negotiation
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54 Verified Questions
54 Flashcards
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Sample Questions
Q1) What are the two types of conflicts commonly witnessed in negotiations?
A) functional benefits and consensus conflict
B) line staff conflict and functional conflict
C) line staff conflict and scarce resource competition
D) consensus conflict and scarce resource competition
Answer: D
Q2) Jennifer,the sales manager of a firm,does not plan well in advance for her negotiations with clients.Her negotiation often focuses on an arbitrary value that she fixes before the negotiation as a reservation price.This arbitrary value is called a
A) focal point
B) reference point
C) cost point
D) fleeting target
Answer: A
Q3) The reference point,focal point,and reservation point all mean the same.
A)True
B)False
Answer: False
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Page 4
Chapter 3: Distributive Negotiation: Slicing the Pie
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) Which of the following statements is true regarding face threat sensitivity (FTS)?
A) People with high FTS have little or no ability to detect and respond to face threats.
B) A seller who has little or no reaction to a face threat is said to have high FTS.
C) A negotiator's FTS is the likelihood of having a negative reaction to a face threat.
D) In employment negotiations, job candidates are less likely to make win-win deals if they have low FTS.
Answer: C
Q2) The ________ occurs when the negotiator's first offer is immediately accepted by the counterparty.
A) framing effect
B) winner's curse
C) distinction bias
D) chilling effect
Answer: B
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Chapter 4: Win-Win Negotiation: Expanding the Pie
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Sample Questions
Q1) Which of the following is likely to be counter-productive in any negotiation?
A) compromise
B) substantiation
C) making side deals
D) even splits
Q2) Jayne is in the process of negotiating an employment contract with BlueSun Corp.Jayne offers to join in a month's time,after serving notice at her present job,while BlueSun needs her to join immediately.Jayne is holding out for a pay package that is well above BlueSun's reservation point.Given that BlueSun's priority is getting someone to join immediately,which of the following situations,if true,would be most likely to result in a settlement to both their satisfactions?
A) The time factor is the most important consideration for both parties.
B) Jayne is willing to forgo the high pay package in return for the later joining date.
C) BlueSun can stretch its budget to give Jayne the pay package he wants.
D) For Jayne, the economic considerations outweigh all the others.
Q3) The union of both parties' issues forms the issue mix of the negotiation.
A)True
B)False
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6
Chapter 5: Developing a Negotiating Style
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) Focusing on rights can usually resolve the problem underlying the dispute more effectively than focusing on interests or power.
A)True
B)False
Q2) During negotiations,Albert uses status,rank,threats,and intimidation to get his way.According to Ury,Brett,and Goldberg,Albert is a negotiator who focuses on
A) rights
B) capabilities
C) power
D) interests
Q3) Negotiators who are high in both epistemic and cooperative motivation develop greater trust and reach more integrative agreements than those low in cooperation or low in epistemic motivation.
A)True
B)False
Q4) According to Ury,Brett,and Goldberg,what are the three types of approaches that are used for conflict or dispute resolution?
Q5) Discuss the effect of emotional intelligence on negotiated outcomes.
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Chapter 6: Establishing Trust and Building a Relationship
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Sample Questions
Q1) Which of the following is characteristic of the O.Henry effect?
A) reaching monetarily inefficient outcomes and low relational satisfaction
B) reaching monetarily inefficient outcomes but achieving high relational satisfaction
C) reaching monetarily efficient outcomes but low relational satisfaction
D) reaching monetarily efficient outcomes with high relational satisfaction
Q2) What are the three types of trust relationships people develop with each other?
A) deterrence-based trust, knowledge-based trust, and identification-based trust
B) incentive-based trust, application-based trust, and imperative-based trust
C) encouragement-based trust, isolation-based trust, and responsiveness-based trust
D) ubiquity-based trust, aspiration-based trust, and opinion-based trust
Q3) ________ conflict is rooted in personality and ego.
A) Intuitive
B) Structural
C) Cognitive
D) Emotional
Q4) Distinguish between knowledge-based trust and identification-based trust.
Q5) Briefly describe the pitfalls of embedded relationships.
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Page 8
Chapter 7: Power,Persuasion,and Ethics
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50 Flashcards
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Sample Questions
Q1) You are about to begin a negotiation and you wish to avoid being a victim of the framing effect.In order to achieve this objective,you should ________.
A) try to maximize the bargaining zone using integrative bargaining strategies
B) determine your reference point prior to entering into the negotiation
C) develop crisis procedures for emergency communication
D) coax the counterparty to reveal his or her BATNA
Q2) You are interested in buying a second-hand car.When the agent asks if you are ready to buy a car,you say yes immediately because it does not obligate you to buy a particular car.However,powerful psychological commitment processes begin to operate once you acknowledge yourself to be a "buyer." Which of the following concepts validates this response?
A) the framing effect
B) the consistency principle
C) the anchoring bias
D) the psychological contrast effect
Q3) When the bargaining zone is small,contributions exert a stronger effect on resource allocation than do BATNAs.
A)True
B)False
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Page 9
Chapter 8: Creativity and Problem Solving in Negotiations
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50 Flashcards
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Sample Questions
Q1) Though he is an expert in his field,a negotiator does not make use of an important lesson from his previous experience and ultimately repeats a mistake he once made.What can this be attributed to?
A) the zeigarnik effect
B) conditionalized knowledge
C) inert knowledge
D) the recency effect
Q2) Deductive reasoning is the process of drawing logical conclusions.
A)True
B)False
Q3) Functional fixedness occurs when a problem solver bases a strategy on familiar methods.
A)True
B)False
Q4) Briefly explain the rational problem solving model.
Q5) Base rates are the frequency with which some event or pattern occurs in a general population.
A)True
B)False
Q6) Distinguish between inductive and deductive reasoning.
Page 10
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Chapter 9: Multiple Parties,Coalitions,and Teams
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Sample Questions
Q1) Message tuning refers to ________.
A) how the communication media is altered to prevent the interference of noise
B) the process of decoding the message at the receiver's end
C) how senders tailor messages for specific recipients
D) the process of generating feedback for the message
Q2) Reciprocal trade-offs are more risky than circular tradeoffs.
A)True
B)False
Q3) Horizon thinking involves ________.
A) determining the optimal value of the negotiator's surplus
B) making projections about future outcomes
C) determining your counterparty's BATNA
D) making projections about the counterparty's reservation point
Q4) The most common procedure used to aggregate preferences of team members is
A) circular logrolling
B) concurrent controlling
C) reciprocal logrolling
D) majority rule
Q5) What are the advantages of using agents to represent one's interests?
Page 11
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Chapter 10: Cross-Cultural Negotiation
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52 Verified Questions
52 Flashcards
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Sample Questions
Q1) What implication for negotiation can be seen in the fact that in social events,Chinese-Americans used more somatic and social words than European-Americans?
A) emotion and inner experience
B) dispositionalism-situationalism
C) cooperation and in-group favoritism
D) social loafing-social striving
Q2) What is integration?
A) Integration occurs when a group does not maintain its culture, but does maintain contact with the other culture.
B) Integration occurs when a group maintains its own culture and contact with the other culture.
C) Integration occurs when a group does not maintain its culture nor contact with the other culture.
D) Integration occurs when a group maintains its culture, but does not maintain contact with the other culture.
Q3) Economics is the unique character of a social group.
A)True
B)False
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Page 12
Chapter 11: Tacit Negotiations and Social Dilemmas
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) Explain how escalation of commitment can be avoided in a negotiation?
Q2) When a leader is introduced into a social dilemma situation,especially a(n)________ leader,individual group members might fear restriction of their freedom.
A) transformational
B) autocratic
C) Laissez-faire
D) democratic
Q3) Patrick donates money to the community welfare fund and does a lot of social work.In the context of a public goods dilemma,Patrick can be affectionately called a(n)________.
A) sucker
B) boundary spanner
C) early adopter
D) free rider
Q4) Public goods dilemmas are also known as collective traps.
A)True
B)False
Q5) Discuss the steps to be taken for encouraging cooperation in social dilemmas when companies should not privately collude.
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Chapter 12: Negotiating Via Information Technology
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Sample Questions
Q1) DEC Inc.recently revamped its headquarters,abandoning its open-plan system for private cubicles that allow employees to work with minimum distraction.However,it was noted that the productivity during meetings decreased and the time taken to reach a decision lengthened significantly after the switch.What can DEC do to remedy this situation and improve consensus?
A) DEC should install a company-wide instant messaging service and encourage employees to use it.
B) DEC should make it mandatory for all issues to be handled through e-mail.
C) DEC should limit employees' access to social networking websites and non-work-related sites.
D) DEC should ask employees to mail a status report of their daily activities at the end of each day.
Q2) Discuss the key biases that affect the ability of people to negotiate via e-mail.
Q3) E-mail acts as an equalizer because the absence of status cues makes it difficult for high-status people to dominate the discussion.
A)True
B)False
Q4) What are the key challenges to "same time,different place" negotiations?
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Page 14
Chapter 13: Are You a Rational Person Check Yourself
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) In the multiattribute utility technique,after evaluation,each attribute is given a weight based on ________.
A) how important that attribute is to him or her
B) the difficulty involved in carrying out the alternative
C) the relative utility or value of each alternative
D) the complexity in evaluating the alternative
Q2) According to the ________ effect,people have a tendency to overweight certain outcomes relative to outcomes that are merely probable.
A) possibility
B) probability
C) extremity
D) certainty
Q3) Decision making under uncertainty refers to a decision making situation where only the probabilities of events are known.
A)True
B)False
Q4) Briefly explain the three main types of decisions to be made by a decision maker.
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15
Chapter 14: Nonverbal Communication and Lie Detection
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50 Flashcards
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Sample Questions
Q1) Which of the following indicators is reliably associated with deception?
A) speech rate
B) pitch
C) repetitions
D) number of words
Q2) Gestures,such as touching one's nose or twitching in such a way that does not embellish or illustrate a particular point,are called ________.
A) emblems
B) adaptors
C) predictors
D) embossers
Q3) You are about to interview a candidate for the post of sales executive.You have decided that while talking to the candidate you will pay attention to the vocal cues.So during the interview,you would be observing the candidate's ________.
A) gestures
B) facial expressions
C) posture
D) tone and pace of speech
Q4) Differentiate between monitoring-dependent lies and monitoring-independent lies.
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Chapter 15: Third-Party Intervention
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47 Verified Questions
47 Flashcards
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Sample Questions
Q1) ________ refers to the ability of the third party to control the discussions,questions,and the communication.
A) Process control
B) Internal control
C) Outcome control
D) Optimal control
Q2) Which of the following is an example of an informal third-party role?
A) the U.S. imposing ceasefire over the India-Pakistan conflict over Kashmir
B) an employee intervening in a dispute between two colleagues
C) a marriage counselor facilitating a discussion of a couple's marital problems
D) the U.S. hosting a peace conference between rival factions in a civil war in an African nation
Q3) News accounts of the 1982 Beirut Massacre were judged by partisans on both sides of the Arab-Israeli conflict to be partial to the other side.This is an example of
A) overconfidence bias
B) false attribution bias
C) hostile media bias
D) exaggeration of conflict bias
Q4) What types of mediation are most preferred by disputants?
Page 17
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Chapter 16: Negotiating a Job Offer
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26 Verified Questions
26 Flashcards
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Sample Questions
Q1) An analysis of how MBA students react to job offers revealed that job candidates strongly consider how responsive companies are to their questions and whether recruiters are cordial.
A)True
B)False
Q2) Penny is a fresh graduate from a business school in New Jersey.She has interviewed with Penarol and Estudes for a marketing job.Which of the following guidelines should she follow during the job negotiation process?
A) She should discuss her BATNA with the employer and be honest about her current salary and wage package.
B) She should focus and select subjective standards that are most favorable to her and steadfastly stand by them.
C) She should not push the employer to negotiate for non-monetary perks such as flexible hours and bonuses.
D) She should always assume an offer is negotiable and articulate her needs and interests.
Q3) How should candidates deal with employers who attempt to gain information on their BATNAs?
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